Job Purpose:
The
role is single point responsible and accountable for Sales and Business
Development in Tamil Nadu, covering both onsite (rooftop / ground-mount at
customer premises) and offsite (open access) solutions, and for building and
leading a Business Development team in the region to deliver order booking and
margin targets.
Description of the roles and
responsibilities
· Order book ownership: Single
point accountable for Enerparc’s business in Tamil Nadu – pipeline building,
lead qualification, proposals, negotiation and closure of EPC (CAPEX) and PPA
(OPEX/RESCO) deals.
· Onsite sales: Rooftop,
carport and ground-mount solar at customer premises, under both CAPEX and
OPEX/RESCO models.
· Offsite sales: Group
Captive and Third-Party Open Access – solar and wind-solar hybrid, with BESS
where relevant.
· Solutioning: Analyse client
requirements and structure techno-commercial offers with the Pre-Bid
Engineering team, including tariff, CUF, landed cost and savings analysis for
open access customers.
· Regulatory & approvals: Guide
customers through Tamil Nadu open access approvals with the internal regulatory
and projects teams – TNERC Green Energy Open Access framework, TNGECL / TNPDCL
processes, banking, CSS/AS charges and captive compliance.
· Team leadership: Lead,
coach and review the performance of a Business Development Executive, including
territory split, lead generation targets, joint customer calls and proposal
quality.
· Client relationship management: Own key accounts from lead development through project
handover and post-commissioning feedback, and generate repeat and referral
business.
· Channel development: Develop
and manage channel partners and consultant relationships across Chennai,
Coimbatore / Tiruppur and other industrial clusters in the state.
· Pipeline discipline: Maintain
accurate pipeline and forecasts in the CRM / ERP and share regular updates with
leadership.
· Market visibility: Represent
Enerparc at industry events and conferences in Tamil Nadu and track competitor
offerings and tariff trends.
· Internal coordination: Work
closely with Pre-Bid Engineering, Projects, Finance and Legal to ensure smooth
handover and execution of closed orders.
Requirements
Skills and Experience
· Minimum 5 years of relevant experience in C&I solar /
renewable energy sales, preferably in Tamil Nadu.
· Proven track record of order closures in both onsite
(rooftop / ground-mount) and offsite (open access) solar.
· Hands-on experience of taking Group Captive / Third-Party
Open Access projects through approvals in Tamil Nadu is strongly preferred.
· Relevant team handling experience – leading or mentoring
at least one sales / business development resource.
· Working knowledge of EPC contracts, PPAs, SSHA and group
captive structures; exposure to wind-solar hybrid and BESS is an advantage.
· Existing network with Tamil Nadu industrial customers
(automotive, textiles, cement, engineering, IT parks and similar).
· Strong commercial and negotiation skills, with a good
grasp of solar engineering fundamentals.
· Self-driven, high energy and able to deliver under
pressure.
· Fluent in Tamil and English; willing to travel extensively
within Tamil Nadu.
Key Performance Indicators
· Order booking and margin achievement against annual
targets (onsite and offsite).
· Healthy qualified pipeline maintained against the booking
target.
· Conversion of leads into closed orders, and repeat /
referral business from existing customers.
· Ramp-up of the Business Development Executive to
independent lead generation and proposal support within six months.
Education: B.E. /
B.Tech (Electrical preferred); MBA is an added advantage.
Experience: Minimum 5
years of relevant experience, including team handling.
